Value-Based Selling


FranConnect is the leading provider of franchise management software and operations software to franchisors and franchisees globally. The company had been pricing sub-optimally, independent of the value FranConnect software and services brought to their franchise customers


  • Serent collaborated with management and sales to develop an ROI pricing guide to facilitate sales discussions
  • The company revamped traditional sales materials away from feature lists to highlighting use cases and benefits
  • Serent supported several enterprise sales processes to ensure team adoption of value-based selling methodology


The revamped sales approach drove higher revenue from new contracts